Our results suggest that more attention should be paid to management practices as important contributors to health outcomes and costs in the United States. Publisher s link hbs.edu faculty Pages item.aspx num OCTOBER NEGOTIATION JOURNAL Dualities in Negotiation Introduction By Sebenius James K. ABSTRACT—Richard Walton and Robert McKersie s closeness to practice disciplinary rigor and successful search for powerful generalizations help explain the lasting impact of their book A Behavioral Theory of Labor Negotiations.

Central to their argument are three important dualities in negotiation integrative v. distributive bargaining attitudinal v. substantive re structuring and intra organizational v. inter organizational bargaining. on essays that evaluate and Egypt WhatsApp Number List discuss these dualities. Publisher s link hbs.edu faculty Pages item.aspx num OCTOBER NEGOTIATION JOURNAL Why A Behavioral Theory of Labor Negotiations Remains a Triumph at Fifty but the Labels Distributive and Integrativeould Be Retired By Sebenius JamesK.



ABSTRACT—Richard Walton and Robert McKersie s closeness to practice disciplinary rigor and successful search for powerful generalizations help explain the lasting impact of the Behavioral Theory of Labor Relations. Ironically the names they chose for the fundamental processes they explicated—especially attitudinal structuring and intra organizational bargaining —have limited the impact of some of their most interesting and original work. By contrast some of their most successful labels— distributive and integrative bargaining—have generated at least three ongoing areas of analytic and practical confusion despite the exemplary sophistication of the authors underlying analysis.